It’s shocking how disjointed and out of touch executive leadership is. They are hiring more and more sellers with the hopes they can buy themselves revenue. Less than 30% of sellers hit quota and it’s been as low as mid-teens (make sure you ask this during interview process). They’ve hired a bunch of C players that don’t know how to sell and a bunch of D players to manage them.
The CEO micro manages everything. He’s an engineer and has no clue how to run a sales org. He only gets in the way and creates most of the chaos we feel at the street level.
The new comp plan for sales people is ridiculous. Sales and sales management made their voices heard about this, but again, the CEO stepped in and said this is how it’s going to be.
Every quarter exec leadership throws out new initiatives and expects everyone to drop what they’re doing and pivot. In Q4 the CEO announced on the earnings call that Fortinet is a SASE and SecOps company - that was news to the entire sales organization and almost 6 months later we still don’t have a remotely competitive SeCops offering and losing badly in SASE because we’ve been lacking features the sellers and engineers have been asking for for years.
Turnover has been terrible lately and rightly so - how much and how long should anyone put up with a job where leadership only gets in the way and provides little to no value.
A couple years ago I would’ve said this was a great place to work. Right now it feels like a sinking ship and everyone is scrambling to get off it. Accountability needs to start at the top and there isn’t any.
